Partner Training Global Training Program Module 4 Special Bids Requests

Transcription

1 Partner Training Global Training Program Module 4 Special Bids Requests Presenter: Supported by Anne Rawls Cindy Brown

2 PRM Partner View: Welcome Welcome to Avaya s On-going Partner Training on PRM Partner View The features Aims and Benefits of the programme This module is for Partners Six weekly modules that are repeated regularly Avaya s aim is to provide a weekly forum where Partners can get questions answered by SME s or PRM Partner View. This will help Partners where knowledge is limited and when new people join your organisations. You can either completed the whole 6 weeks sequentially or you can pick and chose topics as that suit your needs. As new features are introduced we will refresh and update material covered. The programme is not static is will be continually improving. Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 2 2

3 PRM Partner View: Overview of NA / CALA Programme NA Partners Topic List Nov 7 Dec 19 Every Thursday 2 PM Eastern Topic List Partners Nov : New to PRM Partner View and the Partner Account Profile Nov : MDF Claims, Business plans, Partner Finder, Partner Locator, and other areas Nov : Professional Services Quoting Tool & Process Training Nov : NO session Thanksgiving Dec : Special Bids SSR ONLY Dec : Partner Lead and Opportunity Management Dec : Partner Reporting and Services SSR, Account inquiry and Get to design SSR Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 3 3

4 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 4 4 Introductions: Housekeeping Logistics This is a 1 hour training session Split approx. 45 minutes on Content 15 minutes Questions and Answers Place your phone / PC on mute please DO NOT have both connected please The Call will be in Lecture mode as required Questions Please post these in the discussion area We will pause frequently to answer these You can use your PC to raise your hand or speak as well by utilising speaker and raise hand symbols Disconnect Turn off your BlackBerry/cell phone, Disconnect from Complete Full First and Last Names are logged into the discussion window. To update your name, right click on your name, click Edit, then Name. Training Material and recording Material is already posted on Portal recording within 48 hours [link is in discussion area] Introductions

5 NA Feedback Survey- Partner We have an on line survey you can complete after each session Are we on track to meeting requirements? This will help us improve the training as results are reviewed each week It takes TWO minutes There are only 10 questions Link is here and will be posted on web conference and on Portal Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 5 5

6 PRM Partner View: Overview and Benefits Single, secure portal provides consolidated view of your corporate profile, sales activity and Partner and Distributor relevant content Participating enables your company better access to information, request assistance, win deals and position your organization for success PRM Partner View has been live for over 3 years now. Is providing a single operating system, simplifying the process for the Channel ecosystem through better integration & collaboration Avaya believes every Partner now needs a PRM expert or experts Business Plans Content Partner Finder/Locator Leads & Opportunities Navigation & Set Up PRM Partner View Reports Partner Profile Sales Support Requests Marketing Funds Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 6 6

7 PRM Partner View: Agenda For Module 4 Partner View Focussed session By the end of this module we will have covered: Special Bid Simplification December 07 / December 18 Process to send Special Bid to Distributor for Review - January 20 IP Office Special Bid - January 20 US/Canada only Special Bid in an APM environment January 20 Questions Training and Support Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 7 7

8 Special Bid Request Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 8

9 When is a Special Bid Request Required? A special bid approval is required when any of the following conditions exist to win a customer s business: An existing channel program or promotion is not enough to win the customer s business A Partner requests an incremental discount over and above their contracted price (Tier 1 or Tier 2) Non-standard Avaya terms and conditions associated an incremental discount greater than with a discount greater than the contracted price Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 9 9

10 When you think Special Bid think Global Deals Desk The Deals Desk owns exception pricing on a global basis for all products and services The Deals Desk sees 1000 s of bids annually and can apply best practices to all deals Starting with the controlled rollout, Deals Desk will be engaged through the new streamlined process Sales and Deals Desk share the responsibility to maximize market share and value capture equation Remember The Deals Desk can help win deals: Engaging them early in the sales cycle will maximize the effectiveness of Deals Desk Practices Differentiated value + lean scope + market price = WIN Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy

11 Joint Create Special Bids Process By 2-Tier Partner and Distributor in US & Canada 1.0 Requirement for Special Bid Identified Partner / Distributor Is Request Jointly Created by 2-Tier Partner & Distributor? No 2.0 Review & Endorse Request Submitted by a Channel Partner AM / SAM Continue with the Global Special Bid Process PRM Partner View PRM Partner View Yes NOTE: The person that initiated the request Requestor is the one that receives the notifications associated with the request when rejected or change in routing status 1.1 Create Special Bids SSR & Save (Add Quotes & Attachments if applicable) 1.2 Contact Distributor with Special Bids SSR # 1.3 Review & Edit SSR, Enter Valid Requested Discount Percentage % (Add Quotes & Attachments if applicable) & Save 1.4 Send Special Bids SSR for Endorsement Approvals will go to Distributors, Avaya AM s & CAM s only Partner PRM Partner View Partner Manual Distributor PRM Partner View Distributor PRM Partner View 0.0 Process Step Role System LEGEND: AM Account Manager, Avaya Disti Distributor PRM Partner Relationship Management; Avaya PRM Partner View NOTE: Avaya AM/CAM expected to maintain discounting confidentiality between Avaya and distributors. Communication regarding business partner incremental or net discounting should only come from distributors. Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 11

12 Opportunity Requirements 1) Sales Stage of the Opportunity must be at 02 Qualified or higher 4) Quote(s) must be added to Opportunity 3) Reseller must be identified as Primary Partner on the Opportunity before you initiate a special bid request 2) The correct fulfillment Channel must be populated DISTRIBUTION CO If you cannot see an Opportunity: Contact your AM/CAM to have one created with you as Primary Partner Create a Lead for conversion into an opportunity Contact help desk / Create a case Note: Distributor must be identified in Indirect 2-Tier model Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy

13 Special Bid Simplification December 07 / December 18 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 13

14 Special Bid Request Header December 07 New Field: Requestors are asked to select the offer structure of the deal as we expand Cloud (UCAAS/CCAAS) offers not currently mandatory: CapEx (traditional end-user sale) CapEx with AOS elements Cloud (Utility) Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 14

15 Special Bid Opportunity Profile Section December 07 New Field: Deal Registration Approval expiration date pulled from Opportunity Record, where applicable. Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 15

16 Special Bid Solution Component Section December 07 December 18 New Fields: Number of Users. Field Removal: All fields requesting end customer target prices are eliminated. Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 16

17 Deal Structure Matrix Section - Products December 07 Field Simplification: Single entry for Requested Product Discount (all MPGs), removing Blue/Red distinction Approval will be segmented by Material Pricing Groups Visibility to Deal Structure Matrix Sections remain the same Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 17

18 Deal Structure Matrix - Services December 07 Field Simplification: One Time Services re-labeled as Professional Services throughout the Special Bid. Approval will be segmented by Material Pricing Groups Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 18

19 New Reseller Process Send Special Bid to Distributor for Review January 20 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 19

20 Request Distributor Review January 20 New Button: When Reseller is ready for Distributor to review special bid, they simply click the [Request Distributor Review] button. An automatic is sent to the Distributor address populated on the Distributor Link Id account. Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 20

21 Changes in Screen Layout of the Special Bid Request Header Opportunity Partner Information 1 2 Status changes to Pending Distributor Review Preparation for CaaS deals 3 If Disributor rejects - Status = Rejected by Distributor - Rejection comments are required 4 If Disributor processes bid - Click [Send for Endorsement] button - [Request Statu] updates to Send for Endorsement Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 21

22 IP Office Special Bid Process January 20 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 22

23 IP Office Special Bid January 20 All IP Office special bids will utilize the Small Deal Template regardless of list price. Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 23

24 IP Office Unique Special Bid Fields January 20 New Fields / New Value: [Type of Request] now has IP Office Solution. [End Customer Name] field must be populated. [End Customer Address] field must be populated. [Number IP Office Users] field must be populated. Note: Other applicable fields must be populated as well. Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 24

25 APM Special Bid January 20 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 25

26 APM / One Source environment Quote Check [Quote Status] must be Ready to Order Quote must be shared. Quote must reflect correct [Channel]. Quote must reflect correct headquarters Reseller Link ID. Quote must reflect correct headquarters Distributor Link ID (tier 2). Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 26

27 APM / One Source environment Opportunity Check Channel must match quote Partner link ids must match quote Quotes must be active and in ready to order status Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 27

28 APM One Source Environment Opportunity Validation Rules Error messages are highlighted with a red Stop sign If an error occurs the error must be corrected before you can continue Adding the quote number in a wrong format will bring back following error message: Solution => provide correct data format Warning messages allow you to continue with your Special bid Example for a warning: Associated quotes will be added to the Opportunity automatically; You only need to add the main/parent QRN number on an Opportunity Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 28

29 APM One Source Environment Quote Matrix APM / One Source Special Bid Quotes Opportunity APM / One Source Special Bid Request Type Quote Source Product Type + Services Type = Quote Button + Notes & Attachments + Requestor Comments Legacy Avaya Product and Pro Services Now EC Pro Services Now Legacy Avaya (Red) + Pro Services Now = Product EC Quote # + Pro Services Now Quote + Heritage Nortel Product and PASS EC Heritage Nortel NES (Blue) + PASS (maintenance) = Product EC Quote # + PASS Quote + Legacy Avaya (Red) maintenance only EC None + Legacy Avaya maintenance = Maintenance EC Quote # + None + Services only request Heritage Nortel NES (Blue) maintenance only EC None + Heritage Nortel maintenance = Pass Quote # + None + Services only request Pro Services Now only Pro Services Now None + Pro Services Now = Pro Services Now Quote # + None + Services only request Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 29

30 APM / One Source environment Special Bid Basics Work flow does not change Tier 2 Model Reseller continues to create discount request Distributor finishes the financial details and sends bid for endorsement Tier 1 Model Platinum Partner continues sending bid directly for endorsement Discount Requests Avaya Enterprise Portfolio Legacy Avaya and Heritage Nortel SME Business (IPO) US/Canada January 20 th Services Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy

31 APM / One Source environment Special Bid Validation Rules The validation of the special bid takes place once you add the quotes to the special bids Check points are e.g. Quote currency Channel type Partner in quote and Special bid If there are multiple discrepancies all errors will be shown Errors must be corrected before you can continue Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 31

32 APM / One Source environment Special Bid Check Partner on the Special Bid SSR Is the channel correct? Are the correct Partners shown? Reseller / Distributor matches quote Deal currency Match the quote currency Requested discount Discounts for all Portfolios must be incremental discount as percent of list In an joint submit environment: Reseller provides requested discount Distributor will finalize the requested discount Quote numbers can only be used once Exception: Quotes associated with rejected bids can be reused Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 32

33 APM / One Source environment Data Quality Facts Quote status must be Ready to Order and shared Opportunities must have: Stage at 02-Qualified or higher Primary Reseller (APM Enabled) for Indirect Tier-1 deals Primary Reseller &Primary Distributor (both must be APM enabled) for Indirect Tier-2 deals Quote numbers must be added to Opportunity Special bid must match the quote(s) Channel - Products / Services Reseller - Distributor Currency Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 33

34 APM / One Source environment Error Information / notification to endorser Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 34

35 APM / One Source environment Special Bid approval notification Special Bid approval Approval notification distributed to same recipients Summary report (xls file) is attached to the approval notification Information purposes only (cannot be used for BEC or ordering) Documents for ordering or BEC BEC Claims - Daily Distributor Report T1 ordering/pricing EC Quote Output Report Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 35

36 APM / One Source environment Discount Approval notification January 20 New format of the special bid approval notification Header section MPG overview Line item level 1 uliwinter@test.com.f4rtest 2 Test Distributor Test Reseller 3 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 36

37 APM / One Source environment Cutover Activities Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 37

38 Distributor Special Bid Notifications Exist today Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 38

39 PRM Partner View Distributor Special Bid Group - Automatic Notifications Distributor must populate [Special Bids ] field on Distributor account to receive: Denied notification Endorsed notification Paused notification Rejected notification Approved notification Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 39

40 Q&A Questions Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy

41 PRM Partner View: Training and Support Training On line training details can be found here Home Page Partner Custom Links We also have ongoing live instructor lead training every 8 weeks Support Partnerhelp@avaya.com Phone numbers and different languages here Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy

42 Partner Help Desk The Avaya Connect Partner Helpdesk facilitates the partner on-boarding process, makes Avaya easier to do business with, and enables partners to close revenue faster. Serving over 130 countries, in nine different languages, the Avaya Connect Partner Helpdesk provides a front door to Avaya, and delivers quick answers to business related queries. Answering Partners Questions about Avaya Connect Partner Program On-boarding requirements and processes Training and certification requirements Partner Portal navigation BDF and MDF marketing programs Opportunity and Leads Management Special Bids processes Sales Support Requests Business plans PRM usage and processes, Link ID look-ups Partner User Licenses Partner Locator/Finder PRM PW resets PRM Admin set-up ATAC/TSO access CSAT Program, My Avaya Small Business Rewards program Issues and questions related to Services, PASS Contracts, Web-ticketing and much, much more Featuring Global Support Center Telephone & Support Multi-Lingual Capabilities In-region Hours of Operation CONTACT DETAILS U.S. and AI Regions: EMEA Region: (prompt 6) (language of choice) English: partnerhelp@avaya.com German: departnerhelp@avaya.com French: frpartnerhelp@avaya.com Italian: itpartnerhelp@avaya.com Portuguese: popartnerhelp@avaya.com Spanish: espartnerhelp@avaya.com Russian: rupartnerhelp@avaya.com APAC region: appartnerhelp@avaya.com Visit our website for hours of operation and more details

43 BACK UP Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 43

44 Joint Creation of a Special Bids Request Opportunity Requirements Entries 2-Tier Partner Responsibility Distributor Responsibility Stage Ensure the sales stage is at 02- Qualified or higher Verify the sales stage is at 02-Qualified or higher Channel Primary Partner Primary Distributor Ensure the correct fulfillment channel is Indirect 2-Tier; if incorrect contact your Avaya sales team to have corrected Ensure you are identified as the Primary Partner on the Opportunity; if not contact your Avaya sales team to have corrected Ensure you have the Primary Distributor identified on the Opportunity; if blank or incorrect use the button to populate the correct Primary Distributor Verify the correct fulfillment channel is Indirect 2-Tier Verify that there is a Primary Partner is on the Opportunity Verify you are the Primary Distributor on the Opportunity DO NOT use the Add Distributors button Avaya SAP Quote No. Either party that has the quote information can scroll-down to the Avaya SAP Quote No. section on the Opportunity record and add the quote number(s) Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 44

45 Joint Creation of a Special Bids Request Special Bids Sales Support Request (SSR) Requirements 2-Tier Partner and Distributor have joint responsibility in the completeness and accuracy of the special bid request to Avaya Entries 2-Tier Partner Responsibility Distributor Responsibility Create Special Bid Request with appropriate Deal Size Estimate the Deals Size for all the Avaya elements included in the deal in USD Not applicable Special Bids SSR Detail Provide accurate information and complete all entries Review/edit information for complete and accurate information Requested Discounts in Deals Structure Matrix section of SSR Enter percent for each category that you are requesting an additional discount from your standard purchase price from the Distributor Enter the appropriate incremental requested discount percentage off list price Special Bid SSR Quotes Either party that has the quote information can add the quote(s) to the SSR Notes & Attachments Either party can attach pertinent documents to the SSR, e.g., Avaya Services scope of work, ROI that was run for the end-customer all notes and attachments are visible to everyone Save the SSR entries Save all entries made to the SSR Save all entries made to the SSR Send for Endorsement The Partner is responsible for providing the Distributor with the SSR number when it is ready to be reviewed and processed The Partner cannot send the request for endorsement, they would receive an error message: Only Distributor can send SSR for Endorsement When the request is ready to be processed by Avaya, click Send for Endorsement Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 45

46 Description of APM Material Price Groups (MPGs) Products (9) Services (3) 1P HW (on-going MPG for hardware components) Mix of various BUs but weighting mostly Red UC 1S MS Maintenance services 2P SW (on-going MPG for software components) Mix of various BUs but weighting mostly Red UC 2S APS Professional services 3P PERI (on-going MPG for peripheral devices) Mix of telsets and other devices from various BUs 3S AOS Operate services 4P HW2 Mix of various BUs. Most Blue h/w except Data 5P 6P SW2 Mix of various BUs and includes Red CC. Most Blue s/w except Data DATA (on-going MPG for DATA components) Includes components of DATA portfolio 1Z Other (1) SYSTEM Non-discountable items 7P 8P 9P OEM (on-going MPG for OEM components) Mix of various BUs, mostly Red Video MPG for Radvision hardware and software SMEC MPG for Red IP Office hardware and software Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 46

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